We tend to take for granted that our customers know how to buy.
We think they know who should be involved and why.
We assume they know how to get approval, how to contract, how to issue an order.
The reality is unless they are in a role where they are shopping frequently, they don’t know these things–yet we assume they do.
Too often, our customers get derailed in their buying journey. They want to buy, they need to buy, but they don’t know how to navigate the process and the hurdles put up by their own organisations.
We know the majority of buying journeys end with no decision made.
We know this has little to do with selecting a vendor, but aligning the buying team and navigating the buying process.
Customers need our help!
If we are going to help them reach a decision, buy, and implement the solution, they need our help.
Some things they probably don’t know:
- Who else should be involved in the buying process?
- What questions should they be asking?
- What do they need to do to get approval to move forward?
- How does this initiative support corporate strategic objectives?
- How do they actually buy?
We create great value for our customers by helping them navigate the process.
When they aren’t involved in the right people/organisations, when they aren’t considering the critical issues, when they don’t understand the detailed activities to make it happen–we create great value in helping them navigate the whole process.
Buying is never easy.
But we help our customers succeed, and we help ourselves when we help our customers navigate the entire buying process.
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